Far be it from me to try and tell an agent or broker how to think, but after a number of years in working with and training budding new real estate agents, as well as teaching upward-bound executives at the various colleges and universities I teach at, one thing has become glaringly clear.
Successful selling is an “inside job.”
If you have two new real estate agents, all things being equal, let’s look at what usually happens. Both new sales people are excited, licensed, and “trainable.” However, before you know it, one of these agents is listing properties, working with buyers and really beginning to build a promising practice. The other agent flounders. Before too long, the second agent might be looking for a part-time job….maybe even a career-switch.
What happened? Well, if you ask the floundering agent, he or she will likely blame it on the market, bad luck, or some kind of an unfair advantage. The reality, however, is that the agent who can’t close a deal to save his life, doesn’t really think he deserves it. Enter self-sabotage, Stage Left.
If you don’t believe me, just walk into any real estate office anywhere in the country and for every top producing superstar, I will show you an agent who is flipping burgers to buy his next batch of mail-out postcards (that is, if he’s even sending them). “Okay,” you say, “so what’s new with this? There’s always winners and losers, so what’s the big deal?” Well, the big deal is that those “losers” who, for all practical purposes should be winners, simply need to start working from the inside out.
Now I’m not talking about therapy, but rather awareness. With today’s technology, there are plenty of innovative resources that can help just about any ready, willing and able salesperson become great. From motivational reading, listening and coaching, to on-going education efforts. Agents who lack confidence should surround themselves with positive, productive people and mentors who they can model after.
There will always be room for more top producing salespeople, and all things being equal, there will be more and more ways to assist those non-top producers to stardom. This is true because success in sales is an inside job, first and foremost.
